How to get  contractor referrals

Without begging or looking desperate

This article will guide you on how to get both customers and other contractors to send you referrals through specific scripts, process, and even tell you why it works based on best business practices and the human behavior.

Section 1:  How to Get more Customer Referrals

Section 2: How to Get more Contractor Referrals

Section 3: FREE Referral Agreement Download & more

Section 1: How to Get More Customer Referrals

You don’t need to beg for referrals. If your work speaks for itself and you time things right, the referrals come naturally — and they tend to be the best kind of leads. Here’s how to set the stage and guide your customer from a great experience to happily passing your name along to the next homeowner.

Final Walkthrough - Review not a Referral

Never ask for a referral after the final walkthrough!

That's your ideal time to get that amazing 5-star review. Don't let pushy sales "experts" on YouTube make you into one of them! You're in the trades not trying to hit a car sales quota.  Besides a 5-star online review will get dozens if not 100s of more leads than a single referral.

PRO TIP:  Nose Breathing. After you ask a question, or make a statement. Nose-breathing pause calms your nervous system, body and mind. It allows you to speak with more intention, reducing filler words, and giving your brain space to process and respond instead of reacting.

“I really appreciated you letting us help you today. Can I ask four quick questions about how we did?"

• Pause and nose breath.

"What are two things you'll remember most?"

• Hold up two fingers to activate visual learning and communicators.
• Client tells you what they could give you a review for.
• Client tell you what they would say during a referral conversation.
• This tells you about the good or bad.
• Pause and nose breath. Listen intently.

"Would you rate the entire experience 4.5 or 5?"

• There are no 4.5 rating in Google or Facebook or Yelp, it's 4 or 5. Most people "round up."
• Never give options for anything below a 4.
• This tells you if their statements before are in agreement or contradict what they said.
• Tells you if they are a good candidate for a review.

STOP QUESTIONING, AND GET YOUR 5-STAR REVIEW.

"Out of 5, how likely would you refer us if someone asked you where you got your new roof?"

• Takes pressure off them "selling" for you, and making it more scenario based.
• Tells you if they are likely to store your info and share it later.

"Thanks so much Jan for the review. If someone asks who did your __________, could you just share my contact info with them?"

• Be silent and let them tell you yes, no, and/or why.

The 3-6 Month Client Review

If you're not calling your clients post-job completion at the 3 and 6 month mark. Shame on you! They deserve the call, and you're missing out reviews and possible referrals. Here's how to prep and then do the call.

PRO PREP TIPS:

• Never call while driving
• Have your CRM or pen and notepad ready to take notes
• It helps you evaluate possible review and/or referral candidate
• It helps you evaluate how to respond to a negative experience
• It could help you avoid a bad review or even a lawsuit
  

"Hi Jan, it's Will from ABC Roofing, we finished your roof 3 months ago."

• Pause, nose breath and listen.
• They didn't expect your call, let their memory catch up with them.

"I was hoping you had 2 or so minutes to tell me how everything is. "

• Let them tell you in their words, as long as they like.
• Take Notes! 

"That's great, so we definitely exceeded your expectations. I love to hear that. Can I ask a favor?"

REVIEW ASK: "Can I send you a text with a link to give us 5-stars? It means so much to us and it only takes 10 seconds. You click the link, hit 5 stars and share a few words in the comment."

(or)

REFERRAL ASK: "If anyone asks about your roof or mentions roofing, could you just consider mentioning that we did yours. No selling, just tell them what you told me?"

Section 2: Contractor Referrals

Other contractors can be a gold mine for referrals but they will want their cut of your revenue pie. So let's unravel the payouts, contracts, who to contact and how to contact them all in this section.

Who to target as a Referral Partner

Each referral partner must check off all three boxes to this checklist:

How to Approach Contractors for Referral Programs

Once you have your "hit list' for potential referral partners, follow the PRO TIPS below and the script to get the best possible outcomes.

PRO PREP TIPS:

• Research all companies
• Get the owners' names
• Get the project leads names if possible
• Never call while driving
• Use nose breathing and pauses like above
• Have your CRM or pen and notepad ready to take notes
• First get past the gatekeeper and make them your friend.
• Don't mention "sub-contracting", you want the Agreement with the Customer.
• You want to get paid by the customer so you can get both the money and review.

"Hi Tim, It's Will the Owner of ABC Gutters, I'd like to speak with _________ (owner name)."

• Owner to Owner is the only way this will work.
• Once an owner is onboard, he'll instruct his crew leads to get with the program.

"Hey Jon, it's Will the Owner of ABC Gutters."

"I've been getting some Roofing requests lately."

"I want to find a referral partner where it's beneficial to both of us."

"Got a few minutes to chat?"

PAUSE

"We're both serving the same area, and I was thinking that if I saw a roof that needed replacement, or you saw gutter problems, we would suggest our companies to the business owner."

"This way we each carry our own liability, and the referral payments is simpler."

"Are you open to me sending you a referral payout structure to consider?"

PAUSE:  Remember, you want this to be on your terms first, then you are willing compromise if needed. You're doing all the initial business development work.

"Great. I'll send you over two documents. The first is our NDA, it covers our business confidential ideas and what-not. We both need that signed before we can even discuss money and the sorts. Then we can go over the referral terms over a lunch or dinner, you're call. Sound good?"

How to Refer another Contractor to a Homeowner

Sometimes, your customer needs help outside your scope — and that’s a golden chance to build trust and strengthen your referral network. Here's how to refer another contractor without sounding like you're selling, and without taking on risk.

PRO PREP TIPS:

• If possible sign on 3 referral partners, this way you give them options
• Always talk up your referral partners, never bad mouth them
• Only refer them if you feel the leads and owners would fit in well with the homeowner

"Hey Brad, I don't do that but I have 3 trusted referral partners I could suggest."

• Honesty is the best policy. Make sure they know you get a referral fee.

"Here's my suggestions."

"Want me to text their info to you?"

"Or do you want me to have them call you direct?"

PAUSE

"As a reminder I can't help you negotiate anything, but they are honest and do a great job."

Surprise!

Because you read or scrolled to the bottom....

We're not just giving away the Referral Agreement for FREE.

You can unlock all FREE Downloads now!

WHAT'S THE CATCH?

There is none. NO tricks, no sales outreach, just blog updates and full access to our FREE downloads.

EMAIL CONFIDENTIALITY AND NO OUTBOUND SALES: We respect your inbox. Your email will only be used to access the hidden free downloads page; and to provide your updates about our latest blog releases, major business changes. We shall never perform outbound sales calls or emails to your business. Your choice to hire us or not hire us is your decision alone. Thank you, TIP Management.